Account Executive

Primary Purpose & Function: 

• Act primarily independently to source and cultivate new prospective clients.  

• Work collaboratively with the rest of the sales team to develop prospect value propositions, solutions, pricing, and sales materials as well as close deals. 

• Smoothly transition prospect relationships to assigned support team once the services contract is signed by a prospect. 

Essential Functions & Responsibilities: 

• Attend required training  

• Develop a pipeline of business equivalent to 4-5 times annual quota through pursuit of marketing leads, networking, partner referrals, personal contacts, LinkedIn activity and events 

• Be active in relevant industry organizations and represent company at events 

• Attend 2 networking events weekly 

• Identify and build relationships with key referral partners 

• Cultivate pipeline via calls, emails, LinkedIn activity and events 

• Schedule appointments with prospective customers who are ready for sales conversations to understand their IT needs 

• Work with prospective customers to understand fit between client needs and Xantrion capabilities. If appropriate, create a compelling value proposition for them. 

• Plan and conduct high-impact sales presentations for prospects. If appropriate, schedule follow-up. 

• Coordinate sales effort, solutions and pricing with the rest of the sales team 

• Maintain a professional attitude in adverse situations with prospects and represent the company in a positive manner 

• Enter all account activity in HubSpot within 48 hours and maintain all prospect data, sales activity and forecasts 

• Follow-up on all deal calls, meetings or emails within 3 business days of activity 

• Follow up on event action items within one week of the event 

• Re-price proposals that haven’t been priced in 90 days to ensure accuracy 

• Attend weekly sales meetings and be prepared to discuss the following: 

• Weekly activity 

• “Successes” and “obstacles” from previous weeks 

• Key initiatives and opportunities 

• Goals for the upcoming week 

• Progress against monthly, quarterly, and annual sales goals 

• Gather and share competitive data with marketing and the rest of the sales team 

• Provide feedback to marketing on programs, collateral, and presentations 

• Develop a relationship with a short list of biz dev-oriented clients to keep your finger on the pulse of clients and the market as well as cultivate sales and marketing opportunities 

Position Requirements 

Formal Education & Certification 

• 5+ years of Business Development experience in professional services. IT services experience is a plus. 

• A bachelor's degree, especially in Business, Marketing, or Sales, is a plus. 

Knowledge & Experience 

• 3+ years of quota attainment in a professional services environment 

• 1+ years' experience using CRM software to maintain prospect data and manage the sales process.  Experience with HubSpot is a plus. 

• Desire to work in a company that has integrity, and rewards results and loyalty 

• Self-starter able to successfully operate with limited management supervision 

• Ability to work as part of a team to close deals and improve the sales process 

• Ability to clearly articulate the business value that prospects will derive from working with Xantrion 

• Excellent presentation, communication, interpersonal and consulting skills 

• Ability to meet face-to-face with prospects in the San Francisco Bay Area 

Personal Attributes 

• Hunter Mentality with the ability to be respectfully relentless 

• Integrity and strong work ethic 

• Very transparent, i.e. someone who engages in open communication and dialogue. 

• Insatiable drive to succeed, coachable and innately curious 

• Active listener with the ability to build rapport and have consultative dialogue with clients, partners and internal stakeholders 

• Outgoing personality with an ability to develop rapport with prospective clients and referral partners 

• Highly motivated with the ability to meet deadlines 

Performance Metrics 

• 30/60/90 plan to outline 

• Annual manager performance review 

• Annual 360 review feedback 

Compensation 

• Target comp is $190 - 220K at quota, with $100–130K base

• 401K, including 4% company match  

• 100% of healthcare, dental, vision for self and family 

• 17 days of PTO and 9 paid holidays 

• Cell phone, home internet connection, Xantrion apparel and entertainment allowance  

• Mileage reimbursement for business travel  

• Employee referral bonus program 

• Continuing professional education 

• Casual attire, a flexible work environment and team building activities 

Physical Demands 

• Sitting or Standing for Long Periods: Ability to remain seated or standing at a workstation for extended durations, with regular breaks to prevent fatigue. 

• Viewing a Computer Monitor: Sustained ability to focus on a computer screen for tasks such as reading, typing, and data entry, with appropriate lighting and screen settings to reduce eye strain. 

• Digital Dexterity and Hand/Eye Coordination: Proficient use of hands and fingers to operate office equipment, including frequent alpha/numeric keyboarding, mouse usage, and handling other peripherals. 

• Oral Communications: Engaging in clear and effective verbal communication over the phone, video calls, and occasionally in person, requiring strong speech and active listening skills. 

• Use of Peripheral Devices: Handling and operating devices such as a mouse, headset, and other computer accessories with precision. 

• Basic Ergonomic Adjustments: Ability to adjust seating, monitor height, and other workstation elements to maintain comfort and reduce physical strain. 

• Environmental Awareness: Maintaining a workspace free from excessive noise and distractions to ensure focus and productivity. 

• Occasional Lifting and Moving: Ability to lift and move light objects, such as laptops, documents, and office supplies, as needed. 

• Periodic Travel to Customer Offices: Willingness and ability to travel to customer offices as required, which may involve air travel, driving, ride-sharing, or using public transportation. 

• Periodic Travel to Xantrion’s Office: Willingness and ability to travel to Xantrion's office or shared workspace as needed, which may involve air travel, driving, ride-sharing, or using public transportation. 

Company Policy & Procedure Compliance 

• Follow and support company policies and procedures as well as all local, state, and federal laws. 

• Always maintain confidentiality of company and customer records and information.  

• Maintain a professional image, adhering to Xantrion’s dress code. 

• Must have an existing cell phone (running current Android or iOS). 

• If applicable Xantrion will provide a cell phone, internet connection, and home office equipment allowance.  See the Xantrion Handbook for details. 

When Working Remote 

• Must have a reliable, high-speed internet connection that effectively supports work responsibilities, including video conferencing. 

• Must have a dedicated, secure, and private workspace. Unless arranged by Xantrion, shared work environments, such as coworking spaces, are unacceptable. Client information must always be kept private. 

• Must use Xantrion-provided PC and headset to execute job functions.